Every year, sales gets harder and harder. Finding qualified salespeople (the closers and hunters) is challenging. Then try to find someone who can lead or manage the salespeople. Sales Leadership is an elusive thing. One key reason is that sales training is missing.
We don't teach sales in school. Many companies have cut training budgets. However, sales is a process. If you want success, you develop and follow a system. From lead generation to qualifying the prospect to proposal to contract, there are a series of questions, actions, and follow up involved. Keith Rosen covers this in his book, The Complete Idiot's Guide to Closing the Sale.
In his latest book, Coaching Salespeople into Sales Champions, Keith Rosen gives every business execute the playbook to coach the sales team to be champions. Great athletes have coaches. And sales professionals know it all anyway. (Just ask them!) So it is more about Coaching than it is about micro-managing, if the desired outcome is a productive sales force.
Buy it for less than twenty dollars today or tomorrow and receive a bunch of bonus material from sales champions like Zig Ziglar and Tom Hopkins. Let me know what you think.